| Some people in sales think a lead is a
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| | desires. Questions like:
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| name from a list. That's not correct. A
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| | Why is that important to you?
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| name from a list is not a lead--it's a
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| | If you could have that, how would it
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| suspect, a total stranger and it does not
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| | impact you?
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| matter if they meet some criteria (e.g.
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| | If you don't solve that, what's the long
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| age, occupation, net worth). A true lead
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| | term cost to you?
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| meets your criteria AND has expressed
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| | How does that make you feel?
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| interest in what you offer. Specifically,
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| | Are you satisfied with that?
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| the lead has responded to an email, a
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| | Since people buy emotionally, you must
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| print ad, a piece of direct mail, etc. A
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| | get them to reveal what motivates them
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| true marketer and sales professional only
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| | emotionally. Until you do, do not proceed
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| contacts people that have first expressed
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| | to your next step (to set an appointment,
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| interest.
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| | ask for the credit card, close the deal)
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| Now that you have a lead, how do you turn
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| | as you will fail. Too many sellers ask
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| it into a sale?
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| | for the order too early and they get
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| You don't call the lead and say, "I'm
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| | objections. First, get your prospect to
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| following up....." EVERY sales person
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| | reveal what motivates him emotionally and
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| says this and the phrase has now become
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| | then you ask if he would be interested in
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| synonymous with "get ready for my sales
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| | a solution to that problem/opportunity.
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| pitch." Your lead automatically gets
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| | Only when he says yes, do you proceed to
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| defensive (no one likes to be sold) and
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| | the next step.
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| your chance of a sale is close to zero.
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| | "Bob, if there were a solution to that
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| Rather, call the lead and say "Bob, you
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| | problem, what would that be worth to you?
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| returned a card expressing your interest
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| | So if you could have the solution for
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| in having more.....better...(fill in the
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| | only 10% of that amount, you would want
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| blank), is that still of interest to
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| | to know about it? Great, then (set an
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| you?" The only words that should come out
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| | appointment, ask for the credit card,
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| of your mouth are the benefits your lead
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| | close the deal)."
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| desires. Your first task is to engage
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| | I know that sellers tell me they are
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| your lead, not to talk about your
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| | client focused or customer focused but
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| product.
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| | it's not true. They are product focused
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| Next, you don't say "we have" or "my
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| | and my-agenda focused. If your personal
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| company offers" as these phrases are
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| | mission or company mission is to really
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| synonymous with "get ready for my pitch."
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| | help someone, then it becomes easy to
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| Again, these will make your lead
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| | turn leads into sales. Because your
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| defensive. You do say, "I don't know if I
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| | objective changes from "getting" people
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| can help you...may I ask you a few
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| | to buy your product to "finding" people
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| questions about your (business/heath
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| | who want what your product offers. You
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| investments, fill in the blank)?" You
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| | can only determine that by asking
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| disarm the defensiveness of the prospect
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| | questions. And when you encounter someone
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| by stating you don't know if you can
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| | that does not have an interest in your
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| help.
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| | product, you move on.
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| Next, you ask intelligent questions about
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| | The key to turning a lead into a sale is
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| what's important to HIM. The best thing
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| | to leave your agenda to the end of the
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| you can do here is forget about the
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| | conversation and get your lead to reveal
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| features and benefits of your product
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| | his emotional agenda first. Then you have
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| because your lead does not care. He cares
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| | the relatively simple process of showing
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| only about what's important to him. So to
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| | your prospect how your product fits his
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| really listen, you need to forget your
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| | agenda (rather than convincing the
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| spiel. As your prospect reveals answers
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| | prospect why they should have interest in
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| to your questions, you ask deeper
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| | your agenda).
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| questions to reveal their emotional
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